Last night I suspected my son had snuck onto my iPad and read "To Sell Is Human: The Surprising Truth About Moving Others," by this week's CNN Profiles guest, author Daniel Pink.
My son is in the 6th grade. He has been using the hard-sell technique on his pitch for his parents to buy him a new computer. It hasn't worked. Last night he changed gears as he was doing his homework on my wife's computer.
"The operating system on mom's computer is too old to operate the latest apps," he told me. Then he listed the best new educational apps he was unable to download on what, a few years ago, was a state of the art operating system.
That moved me a little towards his goal.
He knows his claim had better be true. Because I can fact check it, even on an old computer, with one quick search.
That's called information parity.
He and I have access to the same information. He can't scam me and I can't scam him. At least not easily.
Information parity, says Daniel Pink, is one reason why the art of selling requires a new touch.